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Failure to “Cross the Chasm” Leads To Shelf Potatoes

June 22, 2010 2 comments

Literature about crossing the chasm in technology is filled with reasons products should have been re-engineered, re-thought, or simply never attempted.

But this literature rarely mentions communication. Too bad. Because in my experience, communication may be the single biggest reason for failing to make the jump.

Take DirecTV. I had the good fortune to do some strategic work early in DirecTV’s lifecycle. Their initial marketing was all about technology. Digital picture quality and 250 channels dominated the discussion.

Our work focused on later consumers – not the earliest adopters. And what we found surprised DirecTV. Because we found that these later adopters didn’t care in the least about the values DirecTV was using to sell their product. Read more…

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